Outreach Sr Director of Strategic and Enterprise Sales • 1mo
One of the hardest things to do in Enterprise sales is to displace an entrenched incumbent. You won't win deals in the Enterprise by saying "our product is better", because the advantage of the incumbent is rarely better product, it's usually: They're already deployed They're already budgeted They're already politically protected by whoever bought them in the first place. So the first move is not to 'feature vs feature' the incumbent , it's to understand why the incumbent is still there in the f ...Read More
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